Sales Vice President
Resume:
GARY S. PARKHURST
Walnut Creek, CA 94596
E-mail: ***********@*****.***
LinkedIn Profile: www.linkedin.com/pub/gary-parkhurst/0/9aa/11
SENIOR OPERATING & MANAGEMENT EXECUTIVE
Start-up, Turnaround, High-Growth & Multinational Corporations
Proactive and results oriented senior executive with broad experience in
building company value through revenue and profit growth. A history of
executive level management, sales, marketing and operations achievements
illustrating the ability to combine financial management, revenue growth
and productivity through effective development of high performing, self-
empowered teams, strategic thinker, who combines innovation, decisive
leadership and a strong business ethic with a bottom-line focus.
Qualification Highlights:
* Revenue and Profit Growth
* Profit and Loss Management
* Strategic Planning
* Sales, Marketing and Operations Executive Management
* Acquisitions and Strategic Alliances
* Market Expansion and Positioning
MULTIFAMILY TECHNOLOGY SOLUTIONS, San Francisco, CA -- 2010-2011
VICE PRESIDENT, SALES
Led a field and in-house sales organization, driving revenue and sales for
a suite of SaaS products. Operated at a strategic level, as a member of the
senior executive team reporting to the CEO, and operational level, owning
the entire sales process for the client side, working directly with major
accounts and key industry trade organizations.
* Led record high revenue growth ($19.6M) by delivering an 18.3% increase
in client base.
* Reduced sales expense 21% through a segmentation analysis that resulted
in a complete restructuring of the sales organization and compensation
plan.
* Expanded product footprint with the repositioning and launch of existing
and new products.
* Completely retrained sales team in SaaS based selling skills.
ELM RESOURCES, Oakland, CA -- 2007 - 2010
SENIOR VICE PRESIDENT, SALES, MARKETING & PRODUCT DEVELOPMENT
Led national revenue growth and new SaaS product initiatives for this
industry leading technology company. Though increased productivity and
metrics based leadership, average annual revenue grew at a rate of 24.4%
and profitability improved from ($1.4M) to +$15.7M. A complete
restructuring of the overall Sales, Marketing and Product Development
strategy resulted in share of market growth from 36% to 58%. Reported to
the CEO.
* Revenue grew from $26.2M to $45.4M over three years, resulting in an
annual average growth rate of 24.4%.
* Created a cross-selling strategy that resulted in 92% of new customers
using the full suite of ELM Resources products.
* Researched, designed and implemented the first new product in 9 years,
resulting in over 600 new customers in the first 12 months.
* Leveraged in-house technology to expand footprint within the industry
through prospect focused marketing initiatives resulting in an expansion of
the customer base by over 1,300 customers in three years.
* Introduced and created "White Label" product concept and partnerships
which resulted in expanding market penetration and created new sources of
revenue.
* Repositioned company marketing efforts through extensive market research
initiative resulting in a pivotal marketing campaign.
PERFECT ESCAPES, San Francisco, CA -- 2003 to 2007
VICE PRESIDENT, SALES
Led the national sales team through a transformational change of the
company's direction toward a travel technology business model. Implemented
a strategic growth initiative which increased productivity by 53.8%.
Reported to the CEO
* Increased sales team productivity by 53.8% by restructuring performance
expectations, process improvement, specialization into key verticals,
recruiting, extensive training and a performance-based compensation plan.
* Improved East Region contribution by 34% through a re-structuring of
region management, market expansion and a focus on metrics based
performance.
* Transitioned company focus toward travel technology and corporate clients
including the addition of Westin and Trump Hotels.
BRANDVIA / WOOD ASSOCIATES, Santa Clara, CA -- 1999 to 2003
EXECUTIVE VICE PRESIDENT, SALES AND MARKETING
Directed worldwide sales and marketing for this e-commerce, marketing
communications company, with a charter to establish market leadership in
the highly competitive marketing communications industry. Reported to the
CEO.
* Doubled revenue growth rate, with total revenue growing from $47 million
to $85 million, while maintaining gross margins of 37%.
* Led national sales expansion initiative, increasing field sales offices
from 12 to 22 offices, concurrent with a 10% reduction in selling expense.
* Developed marketing and sales campaigns leading to strategic, multi-year
agreements with 21 Fortune 1000 accounts.
* Negotiated alliance agreements with international and domestic partners.
The international partnerships created a worldwide distribution, sales and
customer service network, which lead to the closing of a $9.0 million three
year contract with a Fortune 100 client.
AGE WAVE COMMUNICATIONS, Emeryville, CA -- 1996 to 1999
SENIOR VICE PRESIDENT, SALES AND OPERATIONS
Created a national publication network for this start-up, with direct
accountability for P&L. Established the strategic direction and created
strong sales management and operations teams. Built a team of 70+ people in
10 offices across the country. Reported to the CEO
UNITED ADVERTISING/HARMON, Emeryville, CA -- 1991 to 1996
VICE PRESIDENT
Planned and directed the growth of the Western Division operation, a fully
integrated sales, marketing, graphics, accounting and distribution business
unit. Achieved a 67% increase in annual profit through process improvements
and creation of vendor alliances. Restructured product line, divested non-
performing properties and negotiated favorable contract lowering expenses
by 17%. Directed a team of 150+ full-time and part-time employees in six
office locations.
A.C. NIELSEN, Fremont, CA -- 1985 to 1991
ACCOUNT MANAGER, VICE PRESIDENT AND GENERAL MANAGER
A series of increasingly responsible sales, marketing and management
positions with ultimate responsibility as a Senior Operating Executive with
full P&L responsibility for $30 million Western Division, delivering
average annual revenue growth of 23%, with profit improvement of 28%.
EDUCATION:
B.S., Business Administration / Finance
CALIFORNIA STATE UNIVERSITY, Chico, California
LONDON SCHOOL OF BUSINESS - Strategic Planning
CORNELL UNIVERSITY - Financial Management
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